Employees are said to be the face of a company. But channel partners are too. Especially as they are often seen as an extension of the company they are endorsing, and their activities a reflection of its methodologies. For this reason, any initiative a company undertakes to improve its performance and standing in the marketplace must also be extended to its external associates. Then only then can it ensure that they too contribute in a positive and competent manner to its overall business strategies.
Treated as part of a company, with access to the relevant training, information and resources, external associates can quickly become a cost-effective supplement to a direct sales force. They can become better qualified to sell a company’s offerings, provide more comprehensive customer support, and be more actively involved in the development of products and services.
Equally beneficial for a company to train are its customers. Properly educated they can better understand the capabilities of and correlation between products and services, ask more relevant questions to substantiate their purchasing decisions, and more effectively use the products or services they have bought into. The results being high satisfaction levels, lower support requests and ultimately business referrals and repeat purchases.
Key to a company being able to enhance the competence of its value chain is the implementation of a common learning and resource platform, like the Human Performance Suite from Comartis. Modular in design, and highly configurable, this system can quickly and cost efficiently deliver tailored environments to meet any partner and customer training need. At its core is a centralized system, which allows for:
The management of blended training programs, information sources and support initiatives to deliver comprehensive learning experiences, enable access to reference material and provide on-going assistance;
The synchronized updating of content in order to immediately react to any new company offering or procedure and to facilitate the localization of content;
The rapid deployment of individualized training and information to geographically dispersed individuals based on role and current needs to avoid delays in knowledge transfer and to minimize disruptions to daily schedules;
The continuous measurement and monitoring of individual learning progress and proficiency to measure knowledge retention, identity gaps, and provide instant feedback;
The automation and recording of workflow processes to ensure the systematic adherence to company procedures and to minimize potential errors and inconsistencies; and
The generation of tailored reports to measure the impact on key performance indicators such as sales, after sales support and customer satisfaction levels.
In summary, Comartis’ Human Performance Suite can help a company to professionalize its entire value chain in order to increase its performance and raise its reputation in the marketplace.
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